This business of negotiating is a tricky business indeed. No, we don’t always want to show up at the negotiating table and use our negotiation styles and negotiating techniques to lay all of our cards out in front of the other side. However, there appears to be a fine line when it comes to lying. … Read more How To Deal With Liars When You Are Negotiating
Every negotiation that we engage in is different. The other side of the table has their own set of goals that they want to accomplish and how they plan on going about achieving them can be different during each negotiation. Sometimes the other side may decide that they want to play hardball with us – … Read more Negotiating The Hard Way
As negotiators we understand that a great deal of what it takes to be successful in a negotiation resides in our head. How we view the negotiation, how we view the other side of the table, etc. are all key parts to what kind of deal we can expect to walk away with. However, there … Read more The 4 Types Of Commitment You Have To Bring To A Negotiation
Generally speaking, when we enter into a negotiation we have a reason for doing so. We are either seeking a deal for ourselves or we are operating at the request of someone else. However, there is a key question that as negotiators we need to find an answer to in each negotiation: just exactly how … Read more How Committed Is The Other Side To This Negotiation?
When you think about your next negotiation, what comes to mind? Do you see yourself locked into a small, hot room with the other side staring at each other over an old, battered wooden table using all of the negotiation styles and negotiating techniques that you know? If you do, then you are probably mistaken. … Read more The Power Of Commitment In A Negotiation
Not everyone is cut out to become a negotiator. There is a certain set of skills that every negotiator needs to have and not everyone has them. Even those of us who find ourselves doing this type of thing for a living realize that there is a certain set of skills along with knowledge of … Read more What Are The Attributes Of A Good Negotiator?
Every time that we enter into a negotiation, we always have one single goal in mind: how can I get more? We want to be able to walk away from the table with more than we arrived with. In order to make that happen, I have two valuable suggestions for you to use during your … Read more 2 Ways To Get More Out Of Your Next Negotiation
We all know that power is an important part of any sales negotiation – who ever has the most power is in the best position to get more of what they want out of the negotiations. However, do you know how to check your power before you enter into a negotiation? I know the questions … Read more Power Questions That Every Sales Negotiator Must Ask